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Commercial Solutions Senior Manager

Company: Equinix, Inc.
Location: Myrtle Point
Posted on: November 18, 2021

Job Description:

Commercial Solutions Senior Manager

Equinix is the world's digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

Job Summary: Smarter. Faster. Global. The Commercial Solutions Senior Manager is responsible for developing effective and scaleable commercial proposals within business guidelines in support of our largest strategic Network Service Providers (NSPs) and Resale Partners. This individual will play a critical leading role partnering with Sales to balance Customer requirements within commercial guidelines, identify key insights from data-driven financial analysis, and collaborate with internal stakeholders in Legal, Billing, and Product to manage and grow long-term healthy commercial relationships.

Responsibilities

Deal Consultation/Escalation

* Supports strategic/global Sales by partnering with Account Executives to structure complex new and renewing deals leveraging commercial thresholds and guidelines to secure appropriate approvals, while driving improvements in analysis tools


* Manages escalations to Sales Leadership, P&L, Country Managers, and other business stakeholders in support of specific recommended commercial strategies based on previous experience and recognized trends


* Business lead for commercial proposal developments and term sheets for regional and global Deal Reviews, comprehensively summarizing appropriate analysis, recommendations, and justifications for timely approvals


* Evaluates tradeoffs, provides context in line with industry expectations, and articulates key differentiators of Equinix value in presenting data-driven recommendations to executives


* Negotiations Support


* Oversees complex negotiations between Sales and customers through both consultative discussions with Sales and via direct engagements with customers


* Champions the full product portfolio, working with customers along their Equinix journey to expand and grow via different technologies and architectures incorporating interconnection, virtualization, and Digital Services



Pricing Analysis/Reporting

* Recognizes competitive pricing and commercial trends for new and renewing customer deployments by market, leveraging multiple data sources


* Determines and communicates key business insights to management in context with action-oriented recommendations, based on competitive pricing intelligence and win/loss analysis



Commercial/System Approvals

* Develops solutions for strategic/global non-standard customer requests and acts as a single point of contact for Sales to solution and recommend global pricing approvals for complex new and renewing deals across multiple countries/regions


* Provides Siebel approval support in region and for global deals approved by regional counterparts


* Navigates across matrixed organization structure and multiple sales motions to provide consistent and agile commercial responses to customers and partners alike


* Manages global Pricing Agreement recommendations, approvals, and support for go-forward rate cards for space and power, interconnection, and growth incentive plans



Sales Enablement

* Leverages internal processes to resolve issues and accelerate Sales, drawing from a strong understanding of commercial guidelines and pricing thresholds applied to complex, global deals


* Invests in the successful onboarding of Account Executives related to pricing approvals and deal structuring


* Tracks and improves the quality of all large/global deals, while driving streamlining efforts and system improvements for consistency and scaleability



Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

Keywords: Equinix, Inc., Medford , Commercial Solutions Senior Manager, Executive , Myrtle Point, Oregon

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